You’ve done the discovery.
Your champion loves you.
You’ve shown value. Built trust.
And then…
You get the invite 😍:
“Let’s loop in our VP/CEO for next steps.”
Congrats!!! 🎉 Now don’t blow it.😅
❌ The #1 mistake sellers make in exec meetings?
Re-starting the discovery.
“Can you walk me through your current situation again?”
If your first call is with the CEO (which is rare!) then yes, of course, you need to know this.
But usually you had your basic discovery time with your Champion or Influencer. So C-Suite expects you to already know this!
✅ What Top Reps do instead:
They shift from discovery mode to advisor mode.
They show up with context, confidence, and clarity.
They don’t ask “What’s your goal?”
They say:
“I know your looking to ramp 5 new SDRs by Q4, and pipeline coverage is a top priority. I would love to understand how you are planning to achieve this with your current set up."
🎯 3 C-Suite Conversation Starters That Work
1️⃣ “I know you’re aiming for [X result] by [Y date]. How are you currently prioritizing that across the team?”
→ Shows you're aligned with business goals, not features.
2️⃣ “If this doesn’t get solved in the next 2–3 months, what’s the impact from your side?”
→ Gets them thinking in consequences, not just checklists.
3️⃣ “Let’s say we roll this out and it works. What would success look like in your eyes?”
→ You learn about their Dreamstate and show them how you could fit in
👑 C-Suite wants partners, not vendors.
You don’t need to pitch harder.
You need to think bigger.
✨ Frame the conversation around STRATEGY.
✨ Speak in terms of business impact, not product features.
✨ Match their energy: Less Explaining. More Exploring.
💬 Quick Win Challenge:
Got a meeting with leadership this week?
Start with:
“I know you’re trying to achieve [X]. What’s your current thought process on how to get there?”
No awkward small talk. No repeated discovery. Just focus on THEIR business strategy. Be curious and try to understand why they do what they do and does this really get them where they want to go.
That's when you're seen as a trusted advisor instead of a sleazy seller.
🎓 Want to practice high-level sales conversations?
Inside the Sales in DACH Academy, you’ll find:
✅ Stakeholder management
✅ Enterprise selling strategies
✅ Real feedback from Top Sellers
👉 Join now for 1€/day and start closing like the best!
Share your success with us here!
Your Sales in DACH Team ✨
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